Sales Performance Boost for Top Salespeople – Part One
Sales Performance Boost for Top Salespeople – Part One
#1 - Pay attention to that self-talk.
As a salesperson, have you ever heard that internal voice, your self-talk, say something to you and then ignore it? Maybe you’ve had a thought like, “You should follow-up with Mr. Smith who you met at that networking event.” Or, “I really want to meet John Jones because I’ve heard they are looking around for (your product or service.)” Then, you just go about your other things to do, but that voice continues to talk to you. Pay attention to it as it’s trying to send you a positive message.
I heard the alarm go off again and thought, “Hmm, what’s going on here?,” walking over to the elevator. That’s when I heard him yell, “Get me outta here!”
#2 - Stay away from the triplets, shoulda, coulda, and woulda.
Some self-talk just never stops does it? It just elevates itself into should, could or would statements. That can cause salespeople to talk even louder or more negatively to themselves. Most salespeople then add to the problem and get further stuck in negative land by adding the triplets, should have, could have and would have, into their phraseology. Word of caution: leave the ‘triplets’ home!
When I went to investigate, I found that the elevator had stopped just one foot of letting him off to our living area! It took two calls and ten minutes to the elevator emergency repair team before they returned my calls.
In the meantime, I had about 3 to 4 tools in hand trying to get the hinges off, or the latch hook off the door. We were both SO concerned about preserving the dang door that we didn’t consider the potential damage to my hubby’s health! We called our community police and they sent the lieutenant.
#3 - Use as many belief techniques as you know.
How many tools do you have on hand to identify and let go of limiting beliefs or negative feelings? These keep you from moving to that next level you want to get. There are many belief releasing tools. The Sedona Technique, Emotional Freedom Technique or one called Love Letters are just a few you can use.
Why so many tools? Sometimes one will work better than another at times. Sometimes it’s not just a friend you need to talk you through getting over a lost sale. Add a coach to your toolbox and you will move along much faster.
THEN finally with elevator tech on the way, the three of us decided to call the fire department. Since he IS scheduled for heart surgery, it MIGHT be a better route than waiting the hour. Within 5 minutes, three trucks pull up in front, with about 8 or 10 firemen (no hoses), who come through the front door.
#4 - To get unstuck, just get doing.
Besides the obvious and cliché “two heads are better than one,” as human beings, we have to get busy on the doing part.
If you are stuck in any part of sales reluctance, sometimes the easiest thing to do is to just get going doing something. Let’s say you procrastinate about calling on a certain prospect. Could you consider sending an email or a greeting card? Do it! Or perhaps you could call someone you know who may be able to ask for an introduction for you? Do that. If you do one thing – like call the community police – you’ll have momentum to do other actions – like call the fire department.
So lessons learned, 1- listen to your self-talk, 2- monitor self-talk so it doesn’t go the shoulda, coulda, woulda path, 3- consider a variety of options including a coach, to test and shift your beliefs, and 4- take it one step at a time and you will move more quickly to the level of success you want.
Taking what may seem like smaller actions actually do help you in selling to more people more often. Stay tuned for part two of, “Sales Performance of Top Salespeople.”
Sales Performance Boost for Top Salespeople Part One - To learn more about this author, visit Patricia Weber's Website.
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It was 4:45 pm, on a Friday. Abiding the cardiologist orders to take it slow and no straining, my husband took the elevator from our garage to our living area. Then I heard the elevator alarm go off and thought, “THAT little devil is playing with me!” And I kept about my unpacking, totally disregarding the alarm barking in the background.
#1 - Pay attention to that self-talk.
As a salesperson, have you ever heard that internal voice, your self-talk, say something to you and then ignore it? Maybe you’ve had a thought like, “You should follow-up with Mr. Smith who you met at that networking event.” Or, “I really want to meet John Jones because I’ve heard they are looking around for (your product or service.)” Then, you just go about your other things to do, but that voice continues to talk to you. Pay attention to it as it’s trying to send you a positive message.
I heard the alarm go off again and thought, “Hmm, what’s going on here?,” walking over to the elevator. That’s when I heard him yell, “Get me outta here!”
#2 - Stay away from the triplets, shoulda, coulda, and woulda.
Some self-talk just never stops does it? It just elevates itself into should, could or would statements. That can cause salespeople to talk even louder or more negatively to themselves. Most salespeople then add to the problem and get further stuck in negative land by adding the triplets, should have, could have and would have, into their phraseology. Word of caution: leave the ‘triplets’ home!
When I went to investigate, I found that the elevator had stopped just one foot of letting him off to our living area! It took two calls and ten minutes to the elevator emergency repair team before they returned my calls.
In the meantime, I had about 3 to 4 tools in hand trying to get the hinges off, or the latch hook off the door. We were both SO concerned about preserving the dang door that we didn’t consider the potential damage to my hubby’s health! We called our community police and they sent the lieutenant.
#3 - Use as many belief techniques as you know.
How many tools do you have on hand to identify and let go of limiting beliefs or negative feelings? These keep you from moving to that next level you want to get. There are many belief releasing tools. The Sedona Technique, Emotional Freedom Technique or one called Love Letters are just a few you can use.
Why so many tools? Sometimes one will work better than another at times. Sometimes it’s not just a friend you need to talk you through getting over a lost sale. Add a coach to your toolbox and you will move along much faster.
THEN finally with elevator tech on the way, the three of us decided to call the fire department. Since he IS scheduled for heart surgery, it MIGHT be a better route than waiting the hour. Within 5 minutes, three trucks pull up in front, with about 8 or 10 firemen (no hoses), who come through the front door.
#4 - To get unstuck, just get doing.
Besides the obvious and cliché “two heads are better than one,” as human beings, we have to get busy on the doing part.
If you are stuck in any part of sales reluctance, sometimes the easiest thing to do is to just get going doing something. Let’s say you procrastinate about calling on a certain prospect. Could you consider sending an email or a greeting card? Do it! Or perhaps you could call someone you know who may be able to ask for an introduction for you? Do that. If you do one thing – like call the community police – you’ll have momentum to do other actions – like call the fire department.
So lessons learned, 1- listen to your self-talk, 2- monitor self-talk so it doesn’t go the shoulda, coulda, woulda path, 3- consider a variety of options including a coach, to test and shift your beliefs, and 4- take it one step at a time and you will move more quickly to the level of success you want.
Taking what may seem like smaller actions actually do help you in selling to more people more often. Stay tuned for part two of, “Sales Performance of Top Salespeople.”
Sales Performance Boost for Top Salespeople Part One - To learn more about this author, visit Patricia Weber's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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